• Identify new leads that fit the target prospect profile • Execute top-of-the-funnel lead generation activities to uncover new sales opportunities via phone, email, social media • Create compelling content and execute drip campaigns to targeted companies that fit the firm’s “ideal client profile.” • Help to coordinate and plan webinars and in person educational events for existing clients and prospects • Develop an understanding of our business development model and assist Partner in execution • Generate and execute long-cycle business development strategies, document meaningful activity and track results • Create unique and creative content to communicate proposed solutions to prospects and clients • Work with a mentor and participate in team meetings to review sales activities/results and learn about market trends, company goals, etc. • Obtain a broad understanding of the insurance industry, internal procedures, carrier products, firm services and lead qualification

• Audit existing enablement assets, onboarding programs, and rep-facing content within the first 30 days; establish baseline metrics including ramp time, quota attainment by tenure, win rates, and content usage. • Deliver a 6-month enablement roadmap tied to pipeline and revenue outcomes within 60 days; identify the top 2-3 initiatives with clear ROI (onboarding redesign, competitive playbooks, discovery and demo coaching) and define the measurement framework before building. • Partner with frontline sales managers to develop coaching frameworks and needs assessments; build manager alignment and shared ownership as a core dependency for program adoption and scale. • Champion practical AI adoption across the GTM team — identify high-value use cases in prospecting, call review, content creation, and CRM hygiene, and partner with Revenue Operations to roll them out. • Establish a cross-functional rhythm with Product Marketing for launch readiness; own the rollout of new collateral, competitive battlecards, and essential product release information to the field. • Coordinate and execute large-scale events including Sales Kickoff and internal Quarterly Business Reviews; ensure these events reinforce enablement priorities and tie back to measurable outcomes. • Own, monitor, and continuously improve the sales tech stack (Salesforce, sales engagement, conversation intelligence, LMS); grow adoption and ensure tooling decisions are tied to productivity outcomes. • Build and facilitate certification paths for SDRs, AEs, and CS team members; establish ongoing learning structures for new product rollouts and repeatable skill development at scale.

• Serve as embedded Sales Strategy & Operations business partner • Stand up operational core from scratch • Partner with sales leaders on operating model • Onboard and set up sellers • Own pipeline integrity • Adapt Americas GTM systems to public sector nuances • Develop a clear POV on public-sector GTM operation

• Drive adoption and enforcement of sales processes and best practices across the revenue org — communicating changes clearly, following up on compliance, and escalating where needed • Own the operational rhythm of pipeline review calls: ensuring SFDC data is accurate and meaningful before every call, tracking follow-through on action items, and surfacing hygiene issues proactively • Serve as the first point of contact for reps and managers with process questions — territory administration, account routing, handoff procedures, and general ops support • Manage SFDC support cases and minor data cleanup in partnership with the GTM Engineering team; own the business-side of data governance • Coordinate ops onboarding for new revenue hires: tools access, process orientation, and playbook walkthrough. • Partner with Sales Enablement on training content from an operational perspective — ensuring what gets taught reflects how the systems and processes actually work • Serve as a point of contact for rep compensation questions: explain plan mechanics, translate variable pay into rep-level understanding, and de-escalate concerns with professionalism and patience • Build and maintain rep-facing comp resources: FAQs, worked examples, and plain-language plan summaries that reduce inbound questions over time • Own operational support for the post-sale renewal motion: renewal workflow coordination, CS/AM process documentation, and operational tracking of renewal and churn metrics • Partner with Customer Success and Account Management leadership on day-to-day operational needs — acting as the RevOps point of contact for post-sale process questions • Produce ad hoc and recurring operational reports for revenue leadership across both sales and post-sale motions